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Lead Lifeline
Guides managers in assigning fresh leads (both existing and new)
to specific CSRs.
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Cross-Sell Contact
Report
For reps to complete for each account that they service. Along
with the bonus program, it encourages CSRs to attempt a cross-sale or to
explain why they can’t.
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Prospect Profiler
This specialty lead finder deals with four common
cross-sell targets: ID-theft, umbrellas, home-based businesses, and term life.
Reps can use it to record the names of potential prospects who match the
profile, based on the day’s client interaction and related events.
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Rate-A-Fear
Form for CSRs to complete and score their own
sales-related concerns. This revealing tool helps to pinpoint key areas where
improvement or change is needed.
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Personal Insurance Preferences Form
For new clients to complete after they initially
agree to buy from you or prior to quoting. Either way, it uncovers
contact, protection, and deductible preferences. CSRs can use its
revealing info to upsell, cross-sell, gain new referrals and more.
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Future Sales
Evaluator
Use after identifying which clients are missing key coverages or
policies. Spot the ones who are the most salable and should be
solicited first in a cross-sell / upsell campaign.
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CSR Prospect Report
Simple prospect identification log for CSRs to complete and
periodically turn in to management. May be used in a search for new
prospects campaign.
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Flip-Chart Introductory Memo to CSRs
Memo from management to CSRs explaining the purpose and use of
the charts.
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CSR Sales Concerns
Survey |
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CSR Sales Concerns Survey — sample managerial responses
You have to dig into the details to discover why some CSRs simply
won’t sell. To facilitate the needed disclosure, the survey lists a
half-dozen frequent CSR concerns for reps to rank by importance.
Distribute the surveys at an upbeat agency meeting and ask that they be
candidly completed and returned to management in a sealed envelope.
Respond to each CSR individually in writing, using our six sample
answers as a guide. Follow-up with one-to-one meetings to reinforce the
necessity of CSR selling and to openly discuss any outstanding issues.
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